Adam Bensman explains a roofing referral program that asks customers for names and phone numbers at two moments: after approval and after installation. The company calls the referrals to book appointments and pays the customer $25 per scheduled meeting, no limit. One customer generated 13 new jobs for $325 total.
Questions this video answers
August 16, 2018
$25 gift card
One salesman generated 13 new customers from one customer at a cost of $325 (implying $25 per referral).
Chapters
Hey, Adam here, the roof strategist. And today I'm going to show you my unbeatable referral program. Now, before we jump into it, I want to talk about the most common referral programs that are out there right now and why they simply don't work. Most companies do it like this. You refer me to your friend, I sign them up, I do the roof, I get paid, then I give you 200 bucks, right? That's how it goes. It's confusing. And the customer doesn't get rewarded or with their referral reward until months and months later. And if we think about it, we need to ask ourselves one simple question. What do we want our referral program to do to get leads, right, to get us in front of other people? Because it's our job as the salesperson to sign those leads. So my unbeatable referral program, which I guarantee you is unbeatable, will get you in front of lots of people at a very, very low cost. And I want to show you how it works. There are two points in the sales process where I typically start asking for referrals, and I always ask after I've given some value. The first step is after I got the roof approved or maybe a denied roof covered properly, or most importantly, after we actually do the installation and they're happy with me, and I sit down, and at this point, we're more comfortable with our customer or client. We've been in the house, now I'm seated in the living room instead of at the kitchen table or on the doorstep. And it's a really great time for me to sit down and talk about how we can continue to help each other. So let's say my customer's name is Julie. Julie, I'm so glad you've been satisfied with everything we've done for you. And I told you before, but we have this really awesome referral program that you can participate in. And here's how it works. And the best part is, is there's no limit to participation. So all you need to do is give me the name and phone number of anyone you'd like to refer. A friend, family member, co worker, neighbor. And what I'll do is I'll call them up and I'll set an appointment. And as long as I have an appointment with them and we'll just chat about if can help. I'm going to give you a $25 gift card. And there's no limit to participation. So who do you know that might be able to benefit from my services? And you'll notice that by doing this we use our body language to queue up to get that referral and we make it easy for them because all they have to do is give me a name and phone number and I call and set the appointment and they get 25 bucks. And I'll leave you with this as we close. I have taught this sales, excuse me, this referral program to sales teams across the US and Canada, in fact, and I had one salesman generate 13 new customers from one customer that cost them 325 bucks. Would you spend $325 to get 13 new deals? The answer is yes. So use this unbeatable referral program and I guarantee you you will turn one customer into 2, 3, 4 and even 13. Now if you are interested, this is my referral program in writing with, with the sheet that I have as a leave behind and to fill out with the customer on site. And you can get that by clicking the link in the video description below. It's part of my roofing Sales accelerator marketing pack. If you purchase it, you'll get instant access via a download. You can print it out and start using it immediately. Now, if you'd like to learn how I call and book appointments from those referrals, I'm going to go through my referral call script to convert those leads into set appointments and in the next video. So if you like what you see and you want to keep training, click over here for the playlist to watch the trainings. And if you want to see more videos as they come up, be sure to click subscribe now. If you like what you see, give me a thumbs up. Post the comments below. It'll give me an opportunity to answer your specific questions and to see what you like and what you don't like to help me make more videos to help you guys get more sales. Thanks a lot and we'll see you on the next one.
